Case Study
Objectives
- Take this startup “dot.com” company, operating in the red, to a company with exponential growth and profitability
- Transform the corporate culture from one of distrust, divisiveness and insufficient integrity to one of alignment, trust, team and full integrity.
- Create an extremely effective sales team using state of the art sales methodology.
The Coaching Approach
Starting with a three-day coaching workshop in 2000, the seven member executive team distinguished where integrity was missing both internally within the leadership team and externally with client relations, causing a lack of trust and impeded the company’s full potential. The leadership team restored its integrity with clients by taking responsibility for the discrepancy between sales and delivery. The team came together as one after eliminating their divisiveness and invented an inspiring shared future and purpose. They then became highly motivated to create partnership, support, and effective communication.
The head of sales received one-on-one coaching to have continual breakthroughs into larger market areas, reaching unprecedented sales results on a quarterly and yearly basis. Coaching was the source of transforming this highly productive individual salesman, operating solo, into the leader of an 84 person sales team. He became an effective manager, team player and an executive in partnership with the CEO. The sales team was coached in Gemini’s sales methodology of “being in the customer’s world”, implementing a culture of accountability to support corporate goals that had sales increase exponentially.
Results
Nextone’s extraordinary results started one month after the initial 3-day workshop in 2000. Since then, Nextone:
- Secured more than $92 million in venture capital financing since its formation with investors that include One Equity Partners.
- Was named the fastest-growing technology company in Maryland in 2006 and is ranked #1 in Deloitte’s 2006 Technology Fast 50.
- Ranked 36th on Deloitte’s North American Technology Fast 500 list for 2006.
- Increased annual revenues by 7,901 percent from 2001 to 2005, to $14.7 million.
- Grew from a handful of employees to about 300, with offices in Tokyo, Singapore, London, Amsterdam and Coral Gables, Florida
- Achieved unprecedented growth, profitability and increased value, allowing it go from a struggling dot.com to become large enough to merge with another company to become NextPoint Communications.
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